WGU D099 |OA|OBJECTIVE ASSESSMENT| SALES
MANAGEMENT | EXAM QUESTIONS & ANSWERS
Correct
Incorrect
goal?
interactions
, Review performance Conduct a win-loss review of
purchases
Don't know?
2 of 79
Term
How should a company use third-party websites for customer
relationship management (CRM)?
Give this one a try later!
To monitor competitor activities To track employee performance
To integrate data collected
To manage internal communications
from campaigns
Don't know?
3 of 79
Term
A canned goods company has found that its current individual
incentive program is not helping drive sales. As a result, the owners
have decided to switch to a group incentive program instead.
What is one reason an individual incentive plan can be less
effective?
,Give this one a try later!
With a recoverable draw, the
Individual plans often fail to salesperson pays back the money
motivate employees. made in commission to the
company.
Individual plans only offer annual Individual plans can lead to
rewards. aggressive sales tactics.
Don't know?
4 of 79
Term
Studying sales analytics helps a company define the ..................
needed to provide the highest return on investment (ROI), and it
allows the organization to focus on ................ to increase revenue over
time.
Give this one a try later!
timing strategies, marketing
account management organizational factors
Don't know?
5 of 79
, Term
What are conversion ratios used to measure?
Give this one a try later!
The ability of a salesperson to
The effectiveness of a marketing
change a prospect into a
campaign in attracting prospects
purchaser
The ability of a salesperson to retain The efficiency of a salesperson in
existing customers managing time
Don't know?
6 of 79
Term
What are the requirements for effective relationship selling?
Give this one a try later!
The salesperson must be
The salesperson must be
patient, care about the
persuasive, emphasize discounts,
customer's problems, and
and overlook customer needs.
believe in the product.
The salesperson must be quick, The salesperson must be
focus on product features, and aggressive, prioritize sales targets,
disregard customer feedback. and ignore customer concerns.
MANAGEMENT | EXAM QUESTIONS & ANSWERS
Correct
Incorrect
goal?
interactions
, Review performance Conduct a win-loss review of
purchases
Don't know?
2 of 79
Term
How should a company use third-party websites for customer
relationship management (CRM)?
Give this one a try later!
To monitor competitor activities To track employee performance
To integrate data collected
To manage internal communications
from campaigns
Don't know?
3 of 79
Term
A canned goods company has found that its current individual
incentive program is not helping drive sales. As a result, the owners
have decided to switch to a group incentive program instead.
What is one reason an individual incentive plan can be less
effective?
,Give this one a try later!
With a recoverable draw, the
Individual plans often fail to salesperson pays back the money
motivate employees. made in commission to the
company.
Individual plans only offer annual Individual plans can lead to
rewards. aggressive sales tactics.
Don't know?
4 of 79
Term
Studying sales analytics helps a company define the ..................
needed to provide the highest return on investment (ROI), and it
allows the organization to focus on ................ to increase revenue over
time.
Give this one a try later!
timing strategies, marketing
account management organizational factors
Don't know?
5 of 79
, Term
What are conversion ratios used to measure?
Give this one a try later!
The ability of a salesperson to
The effectiveness of a marketing
change a prospect into a
campaign in attracting prospects
purchaser
The ability of a salesperson to retain The efficiency of a salesperson in
existing customers managing time
Don't know?
6 of 79
Term
What are the requirements for effective relationship selling?
Give this one a try later!
The salesperson must be
The salesperson must be
patient, care about the
persuasive, emphasize discounts,
customer's problems, and
and overlook customer needs.
believe in the product.
The salesperson must be quick, The salesperson must be
focus on product features, and aggressive, prioritize sales targets,
disregard customer feedback. and ignore customer concerns.
